OS FOCOS DE NEGOCIAÇÃO UTILIZADOS NOS PROCESSOS DE COMPRAS DE PEQUENOS COMÉRCIOS DE ÁREA PERIFÉRICA DE MANAUS

Autores

  • Janice Moreira da Conceição Federal Institute of Education, Science and Technology of Amazonas
  • José Luciano Rodrigues Alves Neto Federal Institute of Education, Science and Technology of Amazonas
  • Jefferson Fernando da Silva Federal Institute of Education, Science and Technology of Amazonas
  • Daniel Nascimento-e-Silva Federal Institute of Education, Science and Technology of Amazonas https://orcid.org/0000-0001-9770-575X

DOI:

https://doi.org/10.61164/svw6h416

Palavras-chave:

Tipos de negociação, Focos de negociação, Processo de negociação, Negociação distributiva, Distribuição de barganha

Resumo

Este estudo teve como objetivo analisar os focos de negociação utilizados nos processos de compras de pequenos comércios atuantes em uma área periférica de Manaus. Foi utilizado o método de levantamento, cujos dados foram coletados por meio de entrevistas semiestruturadas, todos de categoria nominal, analisados com técnicas semânticas e de análise de conteúdo, organizados em tabelas sintetizadoras e com resultados interpretados de forma comparativa à arquitetura teórica elaborada. Os resultados apresentaram: a) oito focos de negociação praticados, sendo o preço o foco mais comum; b) são utilizados quando os compradores não têm dinheiro ou sentem alguma necessidade; c) são aplicados por meios estritamente distributivos e competitivos; e d) os benefícios são majoritariamente a satisfação exclusiva dos interesses dos compradores, em detrimento dos objetivos dos vendedores e dos clientes. A conclusão mostra que o foco das negociações que os pequenos comerciantes da periferia de Manaus praticam em suas compras é exclusivamente distributivo, competitivo e egoísta.

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Biografia do Autor

  • Janice Moreira da Conceição, Federal Institute of Education, Science and Technology of Amazonas

    Student, Technical Course in Logistics (IFAM)

  • José Luciano Rodrigues Alves Neto, Federal Institute of Education, Science and Technology of Amazonas

    Master of Science in Environmental Sciences and Sustainability

    Bachelor's degree in Business Administration

  • Jefferson Fernando da Silva, Federal Institute of Education, Science and Technology of Amazonas

    Master's student in Economics

    Technological degree in Logistics

  • Daniel Nascimento-e-Silva, Federal Institute of Education, Science and Technology of Amazonas

    Pós-Doutorado em Administração

    Doutorado em Engenharia de Produção

    Mestrado em Administração

    Bacharelado em Administração

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Publicado

2025-11-19

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v. 20 n. 2 (2025): REMUNOM - ISSN 2178-6925

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Artigos

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Copyright (c) 2025 Daniel Nascimento-e-Silva, Janice Moreira da Conceição, José Luciano Rodrigues Alves Neto, Jefferson Fernando da Silva

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OS FOCOS DE NEGOCIAÇÃO UTILIZADOS NOS PROCESSOS DE COMPRAS DE PEQUENOS COMÉRCIOS DE ÁREA PERIFÉRICA DE MANAUS. (2025). Revista Multidisciplinar Do Nordeste Mineiro, 20(2), 1-31. https://doi.org/10.61164/svw6h416